Sales Director - Southwest Region



Sales & Business Development
California, USA
Posted on Wednesday, September 6, 2023

This role is responsible for executing all revenue-generating activities within the assigned territory and for achieving the revenue and profitability targets aligned with the corporate goals. The ideal candidate is a goal-oriented and revenue-focused leader committed to creating the next big beverage brand. The Sales Director is the Sales "owner" of their assigned territory.


  • Exceed assigned sales quota and pipeline building objectives within the assigned territory
  • Ability to manage a complex selling process from qualification to closure
  • Lead region in developing joint annual business plans for each DSD partner in assigned territory; create plan, build strategies/execution tactics, develop KPI’s and track progress
  • Build or customize regional programs, incentives, or go-to-market strategies and drive execution through DSD partners and poppi field sales team; own incentive process from creation to payout
  • Deliver accurate sales forecast and budget updates to assigned region and provide regular updates to sales leadership, especially when there are deviations from the plan
  • Ensure that costs are controlled and monitored, including ensuring the Accounts Receivable objectives are met, and budgets are not exceeded; manage trade-spend budget, dealer loaders, execution of point-of-sale materials, coolers, and other equipment to maximize ROI in the market
  • Provide a weekly status update on the respective region's projects, results, activities, and opportunities

What You Bring

  • Extensive experience in sales negotiation and closing, sales planning, territory management, team leadership and management skills, customer-focused programs, industry, and product knowledge
  • Proactive, results-driven leader with previous autonomous P&L accountability in a sales, marketing, and distribution-driven organization
  • Expertise in managing distribution networks, brokers, broad liners, and retail accounts
  • Demonstrated confidence when customer interfacing with the ability and skills to develop strong prospect relationships and close deals
  • Ability to leverage data and develop value-add solutions to sell an idea, make decisions, and inform key stakeholders
  • Excellent communication and problem solving skills with an ability to adapt to the fast-paced, daily needs of the Sales team
  • Ability to inspire others to produce great work through teamwork and collaboration, with experience providing mentorship, training and feedback to support professional development


  • Bachelor's degree or equivalent experience
  • 8+ years of DSD and sales team leadership experience
  • Experience using DSD Sales Depletion Portals and sales-tracking software; proficient in Microsoft Office Suite